Gee RanasinhaKEXINO · Better marketing for B2B businesses | Fellow of the Chartered Institute of Marketing | Adjunct marketing professor | Speaker | Recovering perfectionist

SELL THE PROBLEM YOUR SOLVING - NOT THE PROUCT YOUR SELLING | MARKETING MYTHBUSTERS

Name: SELL THE PROBLEM YOUR SOLVING - NOT THE PROUCT YOUR SELLING | MARKETING MYTHBUSTERS
Uploaded: 2022-11-08T13:00:18+00:00
Duration: 42 s
Channel: Gee Ranasinha
Description: Marketers waste time selling product features when they should sell the problem they solve. Understand what customers actually need, then show the…

8 Nov 2022 · 1 min

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0:42

Marketers waste time selling product features when they should sell the problem they solve. Understand what customers actually need, then show the business value that fixes it. Start with why you do it, then explain how.

Chapters

Sell the problem you're solving instead of the product you're selling. Focusing on customer benefits rather than product features is hard. It's easy to talk about bits and bytes, about terminology and jargon and acronyms. It's far harder to take the time and effort to get to know customers, to really understand their concerns and communicate business value accordingly. Maybe that's so why so few businesses bother. But understanding customer needs, wants, and aspirations is the entire point. It's also one of the ways of creating awareness and differentiation. First identify what you do and why you do it. Only then should you get to the how.

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